Account Manager - Controls & Digital Services

trane technologies•Fort Myers, FL

3d•$129,580 - $168,300•Hybrid

About The Position

As a Controls Account Manager, you will join Trane's best-in-class Commercial HVAC team. This is an exciting opportunity to make a difference in building efficiency and sustainability through our Controls/Building Automation and Digital Services offerings. In this role, you are primarily responsible for delivering on our business strategy by developing long term customer relationships with building owners, consulting engineers, and contractors with a focus on providing customers a total solution for the most energy efficient and best operating buildings. You will bring your passion for solving problems, creating customer value, and building relationships to make an impact.

Requirements

4+ years of demonstrated experience or a Bachelor of Science degree.
2+ years of solution sales experience.
Candidates without a 4-year degree are encouraged to apply; we prioritize practical experience, relevant skills, and alignment with our leadership principles with the relevant experience in HVAC control systems and technical sales.
DL NUMBER - Driver License, Valid and in State with no major or frequent traffic violations included, but not limited to: DUI, Hit & Run, License Suspension, Reckless/Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years.

Responsibilities

Provide knowledge and consultation in the form of developing HVAC controls related solutions for the customer’s problems, including financial and performance-based considerations.
Responsible for project take-off, selection, proposal pricing and selling strategy for controls/building automation and Digital services.
Apply Trane's Digital Services technology stack and local services to best solve customer's problems.
Consistently ascertain customer needs and current market opportunities. Assemble and coordinate acquisition team as needed for customers and projects.
Convert leads into opportunities by assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process.
Develop and execute an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable, and successful partnership.
Assist customers in answering technical questions on HVAC systems, Trane products, and system application alternative, controls, installation, operation, maintenance, and problem resolution.
Consultative Selling: Forming trusting relationships with clients and allowing them to communicate their requirements and desires then offering solutions that provide value and meet their needs.
Seek out development opportunities and new knowledge about products, services, competitors, and technologies relevant to customers and the business.
Conflict Management: Navigating challenging situations and conversations with customers in a way that builds trust in the relationship and adapting to market changes, like new competitors and changes in client needs, without compromising the quality of service provided
Initiative: Seeking out targets for new business leads and opportunities within current clients to grow accounts and increase value.
Planning: Scheduling sales calls, managing business activities and capacity to achieve short and long-term sales targets.
Prioritization: Prioritizing workload and resources, such as allocating resources to customers based on their point in the sales cycle and manage client timelines to proactively sell, renew, and/or expand service agreements at appropriate times for the customer and the internal team.
Problem Solving: Solving problems creatively, developing persuasive business cases, and validating business outcomes to create a win-win for customers and the organization. To include, troubleshooting a product or service challenge, gathering information, developing multiple possible solutions, and creating a plan to implement them in a way that serves the client's need.
Team Selling: Working with sales teams to understand customer requirements, promoting the sale of company products, and providing sales support.